GTM Platform Partner Lead, AWS - EMEA

Overview

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Responsibilities

Job Description

The primary focus of the EMEA GTM Platform Partner Lead, AWS is to develop a territory go-to-market (“GTM”) plan that will accelerate the adoption of Atlassian’s cloud based solutions through our partnerships with AWS and a portfolio of our top Atlassian channel partners in EMEA.

The EMEA GTM Platform Partner Lead, AWS is responsible for leading our AWS + Atlassian channel co-sell strategy in EMEA and to build Atlassian + AWS mind and market share.

We are looking for an experienced leader that can develop collaborative relationships with C-suite channel executives. A builder at heart, you will empower Atlassian channel partners to build new GTM motions leveraging the sales network and market position of AWS in line with expert Atlassian sellers to deliver on our shared strategic partnership goals.

Your impact in EMEA will be driven through a collaborative co-sell territory plan that brings together Atlassian solution partners and Atlassian sellers to market, sell and deploy our innovative cloud product portfolio. Keeping a pulse on the business, you will regularly prepare and present business reviews to senior leadership, communicate market realities, partner needs and strategic recommendations earning the trust and support of executive stakeholders, both internally and externally.

More about the team

The Atlassian GTM Team is a group of dynamic and highly skilled professionals that have proven to be instrumental in further accelerating Atlassian’s cloud channel growth. You will work closely with the partner program, enablement, and field marketing teams, to develop and deliver GTM activities that are tailored to meet our Atlassian + AWS strategic partnership goals. This position reports to the Head of Channel Platform GTM.

More about the role

• Responsibility of the global Go To Market (GTM) territory plan includes defining partner development priorities, collaborating on joint marketing roadmaps and balancing regional challenges/opportunities with Atlassian's global AWS strategy
• Collaborate with sales and channel leaders to develop a territory plan to accelerate adoption of Atlassian’s cloud product offerings in coverage regions
• Identify and execute GTM sales plays and focus initiatives to drive sales pipeline for AWS + Atlassian partnership goals
• Actively manage sales performance, relationships and accountability with key focus partners and AWS
• Manage lead sharing, facilitate introductions and conduct pipeline reviews with AWS, Atlassian sellers and partners to progress deals and facilitate additional AWS + Atlassian resources & deal support
• Have a solid understanding of Atlassian products and their positioning, and can present/speak at local partner and community events
• Drive the EMEA channel performance in coordination with Atlassian's enterprise account teams to align on a unified go-to-market approach of Atlassian utilizing solution partners
  
  
  

Qualifications

More about you

• You are experienced in the enterprise software industry and have successfully built and managed channel businesses/partners
• You are a change agent, comfortable working in dynamic environments and driving results
• You are a highly motivated, analytically driven leader and experienced leading x-functional teams
• You are comfortable challenging go-to-market approaches & capable of driving change
• You love working in a fast-paced international environment, take the initiative to get stuff done or try something new and love sharing your findings with your team
  
  
  

Our perks & benefits

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.

About Atlassian

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process, visit go.atlassian.com/crh .